The five rules of Closing a Sale <ul><li>What is closing a sale? </li></ul><ul><li>And end and a beginning: </li></ul><ul>...
The end of the customer's search <ul><li>Customer experiences </li></ul><ul><li>Relief </li></ul><ul><li>Satisfaction </li...
You being a new customer relationship <ul><li>Now you can show your stuff </li></ul><ul><li>Now you can work on making a n...
Closing is so misunderstood <ul><li>It sounds a bit rough </li></ul><ul><li>Could someone get hurt? </li></ul><ul><li>Does...
Closing should be a collaboration <ul><li>You and the prospect work together to use your service to solve the person’s pro...
Closing Rule number 1: <ul><li>You can’t sell anybody anything! </li></ul><ul><li>…but you can help people talk themselves...
Closing Rule number 2: <ul><li>It is not about you… </li></ul><ul><li>… it is about the prospect! </li></ul><ul><li>What d...
Closing Rule number 3: <ul><li>Assume the sale! </li></ul><ul><li>Believe you offer the best solution in the area. </li></...
Closing Rule number 4: <ul><li>Close on the minor points </li></ul><ul><li>If you and the prospect agree on all the minor ...
Closing Rule number 5: <ul><li>“No” only means “not yet” </li></ul><ul><li>If you assume the sale, then a “No” just means ...
Follow the Five Rule of Closing <ul><li>1. You can’t sell anybody anything </li></ul><ul><li>2. It’s not about you </li></...
Thank you! <ul><li>Tron Jordheim </li></ul><ul><li>[email_address] </li></ul>
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The Five Rules Of Closing A Sale

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a quick outline on a course in closing a sale

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The Five Rules Of Closing A Sale

  1. 1. The five rules of Closing a Sale <ul><li>What is closing a sale? </li></ul><ul><li>And end and a beginning: </li></ul><ul><li>*Customer ends the search </li></ul><ul><li>*You begin a new customer relationship </li></ul>
  2. 2. The end of the customer's search <ul><li>Customer experiences </li></ul><ul><li>Relief </li></ul><ul><li>Satisfaction </li></ul><ul><li>Joy of use </li></ul>
  3. 3. You being a new customer relationship <ul><li>Now you can show your stuff </li></ul><ul><li>Now you can work on making a new friend </li></ul><ul><li>Now you can build your business </li></ul>
  4. 4. Closing is so misunderstood <ul><li>It sounds a bit rough </li></ul><ul><li>Could someone get hurt? </li></ul><ul><li>Does it have to be done harshly? </li></ul><ul><li>Is it something you do to the prospect? </li></ul><ul><li>Is it nice to do? </li></ul>
  5. 5. Closing should be a collaboration <ul><li>You and the prospect work together to use your service to solve the person’s problem. </li></ul><ul><li>The Close happens when the prospect becomes the customer. </li></ul>
  6. 6. Closing Rule number 1: <ul><li>You can’t sell anybody anything! </li></ul><ul><li>…but you can help people talk themselves into buying just about anything at all. </li></ul><ul><li>Your job is to help the prospect make a decision. </li></ul>
  7. 7. Closing Rule number 2: <ul><li>It is not about you… </li></ul><ul><li>… it is about the prospect! </li></ul><ul><li>What does the prospect want to talk about? </li></ul>
  8. 8. Closing Rule number 3: <ul><li>Assume the sale! </li></ul><ul><li>Believe you offer the best solution in the area. </li></ul><ul><li>Believe you talk to buyers and not shoppers. </li></ul>
  9. 9. Closing Rule number 4: <ul><li>Close on the minor points </li></ul><ul><li>If you and the prospect agree on all the minor points, there is nothing left to do but sigh the paperwork. </li></ul>
  10. 10. Closing Rule number 5: <ul><li>“No” only means “not yet” </li></ul><ul><li>If you assume the sale, then a “No” just means you missed something…get back to work asking good questions. </li></ul>
  11. 11. Follow the Five Rule of Closing <ul><li>1. You can’t sell anybody anything </li></ul><ul><li>2. It’s not about you </li></ul><ul><li>3. Assume the Sale </li></ul><ul><li>4. Close on the minor points </li></ul><ul><li>5. No only means Not Yet </li></ul>
  12. 12. Thank you! <ul><li>Tron Jordheim </li></ul><ul><li>[email_address] </li></ul>
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